[PROCESSING]

by J. Peter Clark

An Insiders Guide to Co-manufacturing

o-manufacturing, or the use of a

third party to manufacture or package a product, is an increasingly
common strategy for food companies

For a co-manufacturing arrangement to be truly successful, it must be beneficial both

to the contracting client company and the company that is doing the manufacturing.
Photo copyright iStockophoto.com/ClarkandCompany

to reduce assets, speed time to market,

and, often, reduce costs.
Some large food companies,
such as Sara Lee, Downers Grove,

Ill., have an avowed policy of shedding assets and relying on third

parties for much of their manufacturing. Others use the approach more
selectively, typically either for new
products or well-established ones
that do not require unique facilities.
There are firms, such as Power
Packaging, St. Charles, Ill., that exist
exclusively to perform co-manufacturing for other companies. The
assumption at Power Packaging is
that the company can design, build,
and operate food plants more quickly
and at lower costs than large, public companies can. The reasons are
that Power Packaging, and other
firms like them, do not feel bound
by corporate engineering standards that have a tendency, over
time, to become unwieldy. (Having
helped design facilities for Power
Packaging and large food corporations, I can affirm this observation.)
Co-manufacturers often are
smaller, privately held companies
and so may accept lower profit margins than publically held corporations
feel obliged to achieve. In reality,
co-manufacturing can be quite satisfactorily profitable because costs,
such as labor and marketing, are
often less than those for client firms.

How to Find a Co-manufacturer

In general, a desirable co-manufacturer for a specific product or family
of products has in place appropriate and available assets for most,
if not all, of the required process.
Frequently, some investment is

The key to being a successful co-manufacturer is to remember

why the customer came to you in the first place.
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needed, especially for new products,

and who bears that cost, and how it
is recovered, must be negotiated.
Often, there are options for
processing a new product. For
example, a beverage might be
cold-filled, hot-filled, aseptically
processed, or post-filling pasteurized. Usually, packaging is intrinsic
to a new product, but not always.
If packaging is novel, new equipment might be required, which
involves some lead time. Packaging
material also has a lead time, especially if the form is unique. Savvy
partners might suggest use of an
off-the-shelf bottle, for instance,
that is easily available and known
to run well on existing equipment.
Companies that primarily manufacture private label products often
are candidates for co-manufacturing
similar products. Private label typically refers to products carrying a
store brand rather than a major consumer product company brand. Some
store brands are made by major
firms, but most are made by smaller
companies that can offer economies because they do not spend
much money on research and marketing. The customers of private
label manufacturers typically bring
a formula or prototype to be duplicated and bear most of the marketing
cost themselves. Many private label
manufacturers belong to the Private
Label Manufacturers Association
(PLMA), New York, N.Y. (www.
plma.com), and exhibit at PLMAs
annual trade show in Chicago.
Extension professors of food
science at land-grant universities
with a food science department are
usually well-acquainted with the

local food industry and often will

know of firms that are capable and
interested in co-manufacturing.
Getting a lead to a firm that is
known to make products similar to
a candidate for co-manufacturing is
only part of the challenge, of course.
One must evaluate the candidates
and then negotiate an arrangement
that is advantageous to both parties.

Evaluating a Co-manufacturer
Here is a partial list of questions to
consider, recognizing that every case
is unique and that any given firm may
have its own criteria.
What assets are available?
What assets are missing?
What alternative processing or
packaging might work?
Is space available for additions?
For storage?
How is confidentiality assured?
What technical resources are
available? What kind of product/formula/packaging development is
offered? What about quality
assurance?
What is the firms reputation?
Are references to customers
available?
Is the company financially
stable?
What about information technology? Is it compatible with the
customers systems?
Is the culture compatible?
What are the labor relations
considerations?
Is the firm environmentally
sound, sustainable, and energy
efficient?
What are the cost elements?
How are standards developed?
Where are the risks of waste and
defects?
Obviously, there can be many
more details that need discussion.

Experienced customers often have a

network of co-manufacturers with
whom they do repeat and continuing
business, while others may be just
starting to use the strategy or
embarking on a new path.
Keep in mind that a candidate
firm may be considering performing
co-manufacturing for the first time.
For example, many restaurant chains
have captive commissaries that may
want to utilize spare assets or capabilities. In such cases, both sides
need to anticipate as many issues as
possible, but realize that new ones
can appear. The key approach is to
establish a relationship that is a
mutually beneficial partnership in
which challenges are resolved with
integrity.

Being a Good Co-manufacturer

The key to being a successful comanufacturer is to remember why
the customer came to you in the first
place. Most likely, the critical reasons were cost, speed, and quality.
The element of cost that often
gnaws at the customer is the tolling
charge or co-manufacturers markup
for overhead and profit. Most other
costs are easy to understand and
evaluate. For example, raw materials are dictated by the formula, and
then are affected pretty much by the
same factors the customer experiences volume, seasonality, type of
delivery, and yield. Energy costs are
usually small and only affected by
location and efficiency. Labor costs
in most food manufacturing are usually relatively small and are affected
by location, degree of automation,
and local rates. Co-manufacturers
facilities may be less automated
than some larger, specialized plants
because they typically value flexibility. On the other hand, many

Co-manufacturing, which is the use of a third party to provide a company with

manufacturing or packaging services, can allow the company to reduce assets,
increase speed to market, and lower costs.
Photo copyright iStockophoto.com/Kativ

Sourcing a Co-manufacturer
There are websites that list candidate co-manufacturers
or co-packers (the terms are synonymous, mostly). Some
examples include the following:
http://www.specialtyfoodresource.com/page/
page/4205553.htm,
http://www.findacopacker.com/, and
http://www.contractpackaging.org/custom/directory/membership.cfm.
co-manufacturers achieve lower
hourly rates by remaining nonunionized and locating in areas
where the wage rates are low.
One negotiable element of cost
is the allowance for waste and who
bears the risk. An incentive for the
co-manufacturer is created by setting a reasonable allowance for yield
and then having the co-manufacturer bear the risk of exceeding the
allowance.
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An Insiders Guide to Co-manufacturing continued...

The tolling charge or markup includes the
co-manufacturers recovery of the cost of
his assets, indirect labor costs, and profit. To
the degree that assets deployed are already
in place, their book value is likely to be less
than the cost of equivalent new equipment,
which the customer would have had to buy
if the company did its own manufacturing. Thus, this element of the charge should
represent a savings. Likewise, because comanufacturers are typically leaner than their
customers, their indirect costs are also usually less than the corresponding charges
for self-manufacture. Finally, the co-manufacturer tries to earn a return on his assets,
just as the customer would want to do. So
long as this is reasonable, there should be
no issue. What is reasonable? It certainly
is not zero! Customers sometimes forget,
conveniently, the costs they are avoiding.
Speed to market is one of co-manufacturings best advantages and so should be
emphasized. This requires a sense of urgency
at every level of the organization. Some compromise between running lean and being
ultra-responsive must be struck, with favor
given to responsiveness. This may mean
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extra engineering staff or good relations

with an outside firm to expedite procurement
and process modifications while keeping an
existing operation running smoothly. Trials
are usually required to confirm feasibility of
any new assignment. These might need to
be performed on evenings and weekends.
The responsive firm makes those sacrifices.
Firms focused on co-manufacturing may
maintain open space to facilitate additions
of new capabilities and often have a reserve
of general purpose equipment, such as tanks
and pumps, that can be deployed quickly.
Finally, quality and food safety must dominate operations. This means maintaining a
well-trained quality function, keeping a welldesigned facility clean and safe, and having
a well-equipped laboratory. Beyond the
important goal of keeping food within specifications and safe, a good co-manufacturer
can often add value by assisting in product
development. He or she might suggest alternative ingredients, raw materials, processes,
and packaging. These might be products
with which the co-manufacturer has experience or to which they have access at a good
price. The same might apply to processes and

packaging. The risk is the Cinderella effect

trying to force a product into a process that
does not apply just because it is there.
A good co-manufacturer offers the
assets he or she has, knows the capabilities of the existing equipment, is willing to
modify the process or facility as needed, but
will not compromise the quality or critical
characteristics of the customers product,
declining the assignment if the assets are
not appropriate and cannot be adapted.
In summary, co-manufacturing can
be a valuable business strategy for both
the customer and the co-manufacturer,
but it requires considerable skill on both
sides to execute successfully. A common
progression is to introduce a new product through co-manufacturing, then to
bring it in house if it is successful. There
have been long-running arrangements,
but more typically, co-manufacturing of
any one product is shorter term. FT
J. Peter Clark, Contributing Editor,
Consultant to the Process Industries,
Oak Park, Ill.
jpc3@att.net